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Table of Contents

Lead Story

Mobile gaining ground in stores

Ann Train

News

Industry Update

CVS Pay joins mobile payment roster

Walgreens rewards Android, Apple users

Oracle fails to predict, prevent POS breach

NFC a bargaining chip for Apple, Australian banks

Features

PayPal and Square: Q2 2016 earnings

Payments maintains strong presence on Inc. 5000

Mobile debit shift

Views

Virtual cards deserve a place among healthcare payment choices

Jeffrey W. Brown
VPay

No cash? No checks? Nonsense.

Patti Murphy
ProScribes Inc.

Education

Street SmartsSM:
To own or not to own the POS system sales process

John Tucker
1st Capital Loans LLC

Selecting the right ISO partner

Aaron Nasseh
Finical Inc.

Become an agent of change in payments

Jeff Fortney
Clearent LLC

Payfac: Fad or new norm?

Adam Atlas
Attorney at Law

Is it time to hunt for greener pastures?

Steven Feldshuh
Merchants' Choice Payment Solutions East

Company Profile

Forte Payment System

New Products

Comprehensive POS, business management

Groovv POS
Total Merchant Services Inc.

Compact mag stripe, smart card, contactless reader

UniPay III
International Technologies and Systems Corp.

Inspiration

Qualify prospects, save time

Departments

Letter from the editors

Readers Speak

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

September 12, 2016  •  Issue 16:09:01

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Inspiration

Qualify prospects, save time

Imagine you're reaching the end of a presentation that's been going exceedingly well. You go for the close only to learn the manager you've spent the last 45 minutes with doesn't have as much authority as you'd assumed. Indeed, in command as the individual appears to be, he finally admits to not being a key decision maker at a retailer you want very much to land.

All is not lost, of course. You'll likely return as soon as possible to meet with the right person. However, you have wasted time: yours and the manager's.

"You do not want your time wasted, and prospects feel the same way," Paul H. Green wrote in Good Selling!SM The Basics. "A professional salesperson will always qualify the person he or she talks to before giving a presentation to prevent wasting time or having to make yet another visit."

The way to do this is to hone your skills when it comes to qualifying prospects. The person you meet with must have the authority to sign a service agreement and follow through with implementation. Here are three questions Green offered to help discover whether the person you're speaking with is, indeed, a decision maker at the company:

Digging deeper

Once you have the attention of the person in authority, you can ask additional questions to encourage productive conversation and further qualify the prospect. Here are examples adapted from a June 15, 2016, post by Emma Brudner at http://blog.hubspot.com/sales/16-sales-qualification-questions-to-identify-prospects-worth-pursuing#sm.0001sda6w8hwtcytr4x1b3fd8vdst:

So in your enthusiasm for growing your merchant portfolio, remember to fully qualify prospects before meeting with them. Your time, and theirs, is precious.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

North American Bancard | USAePay | Super G Capital LLC | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems